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Description

Effective Sales Management Techniques

An interactive session addressing the immediate need of balancing your retail and merchant sales projection(s) with distribution and key-account resources by optimized and effective sales management and monitoring technique(s).

Overview of workshop:

Managing and monitoring the blood line of an organization i.e. it’s very sales has always been the matter of great concern and attention for owners, stakeholders and line managers due to the fact that quality sales not only ensures profitability, but also ensures sustainability in the longer run! Therefore, having a planned sales management approach starting from the point of initialing a sales call (either retail or merchant) to monitoring the Return on Investment (ROI) is pivotal for both manufacturing and service sector organizations. In between many interconnected issues need to be taken care of such as knowing your customer (KYC), distribution management, and capacity development of the sales force. This day-long training, therefore, aims to equip participants with the concepts and tools from initialing a successful sales call and then gradually taking it forward to the very last point of reporting a positive ROI.

Who would be benefited after this workshop?

Company Directors

Head of Sales

Sales and Distribution Managers

Regional Managers

Key-account Managers

Area Sales Managers

Territory Managers

Marketing professionals

Trade Marketing Executives etc

How participants will benefited after the workshop:

Understand Role of a TM/TO.

Understand the selling process.

Learn the steps of a Successful sales call.

Learn how to handle Customer responses.

Learn how to build long-term Business relationships.

Contents of workshop:

Session – 1:

Learning Cycle

QTQ Matrix

Customer Focused selling

Selling Process

Stages of new Product adoption

Basic Marketing techniques

Session – 2:

Correct Targeting will help in achieving objectives.

Pre-call Planning will improve chances of

How to Project a professional image?

How to maintain repeated access to the customers.

Session – 3:

What is the importance of an effective call O

How should it be linked to your pre-call Objectives.

Techniques to make the right first Impression.

How to build Rapport with your customers.

Session – 4:

Reasons for Probing

Different types of Probing

How to effectively use the skill of Probing

How to use the information obtained from Probing

Effective listening

Session – 5:

How to professionally present product’s features & benefits.

How to appeal to customer’s emotions.

How to develop a word picture.

How to effectively use a promotional tool.

Session 6:

Buying motives

Buying signals

Session 7:

Customer’s concern

Why customers raise objections?

That customer responses are a normal part of sales process.

What are the different types of customer responses?

How to effectively handle different customer responses?

Session 8:

Why is it important to ask for business.

The different types of closings for different situations.

Session 9:

How to evaluate the effectiveness of the sales call.

How to document the information gained during the sales call.

How to build and maintain long-term relationship with the customer.

Methodology:

Interactive Discussion, PowerPoint Presentation, Group Exercise, and Role Plays.

Speakers Profile:

Mohammod Khourshed Alam

Head of Sales, DBL Ceramics Ltd.

18 years of experience in both local and multinational companies across different industries such as telecommunication, building materials, banking, insurance and pharmaceuticals- Khourshed Alam is known as a result driven and committed sales professional possessing extensive experience in formulating and developing sales management and distribution model.

Khourshed started his career in the year 2000 with Novartis (Bangladesh) Ltd. where he last worked as Regional Manager and then moved to Metlife Alico. In 2006 he joined TM International (Bangladesh) Limited which is now known as Robi Axiata Ltd, where he worked as Regional Sales Manager for two years and later on joined Lafarge Surma Cement Ltd as Regional Sales Manager. In 2014, he saw his entry back to telecommunications by accepting the role of Zonal Business Manager in Airtel Bangladesh Ltd. After ensuring the targeted CMS and RMS growth in the zone, Khourshed decided to move to another challenging role with Rocket (i.e. DBBL Mobile Banking) as National Business Manager. During his tenure Rocket experienced a geometric growth in terms of market share and availability and visibility. Rocket has changed the entire MFS industry with its re-structured process and strategy. Currently Khourshed is working as Head of Sales in dbl Ceramics Limited.

Khourshed has vast experienced in teaching in different private University as external resource for MBA program.

Khourshed has participated in various training & workshop in Bangladesh & foreign institution.

Khourshed has completed his graduation & post-graduation from University of Dhaka in Finance & Banking and also done his MBA program in Marketing from University of Dhaka.

Extra Facility:

Arrangement tea, snacks would be made by the Organizer during the workshop.